How can you possibly get a decision maker’s attention and gain control within the first few seconds of a cold call;
Without being a jerk!
Simple, you ask a question, and;
Not just any question, you ask a FRAMING Question.
Before I get into the details it’s important that you realize something;
It doesn’t matter if you’re on a call, in a meeting, doing a discovery call, etc;
The person asking the questions is the one controlling the dialogue!
The “Framing Question”
A framing question is a question that begins with a statement and then ends with a question.
The statement, in this context, MUST be about something relevant to the decision maker (like a trigger event) otherwise you’re defeating the purpose.
Here’s how you do it;
Step 1 Greet the prospect. “Hi Mary, it’s Paul from Castain Training Systems”
Step 2 Frame the question by saying “Quick question, I noticed that (mention something relevant you noticed during your research)”
Step 3 Ask a question at the tail end of the statement.
Putting it all together;
“Hi Mary, it’s Paul from Castain Training Systems, quick question, I noticed that you’re hiring a bunch of sales reps and was curious as to how you typically onboard them?”
It’s disarming because it doesn’t follow the normal trajectory of a cold call and;
There’s no pitch and no ask for a meeting.
Within seconds, they’re the ones doing the talking, instead of YOU.
Is this a flawless tactic?
Hell no, but;
It forces the prospect to go off-script because YOU’RE not following the TYPICAL prospecting script.
And speaking of taking your prospect off-script;
We’re going to be discussing several approaches during our How To Get A Decision Maker’s Attention webinar on December 9th.
Here’s what you’ll gain by joining us;
- The one thing EVERY decision maker looks for when a sales rep tries to communicate with them.
- How to use the “consensus” tactic to get a decision maker’s attention.
- How to use “cliffhangers” to create interest.
- The 3 principals of persuasion that can help you generate appointments.
- 2 “kits” that will help you stand out!
- The one type of demo you should provide in order to book a demo (No, that isn’t a typo).
- Why you need to take your prospects “off script” and 3 ways to do it.
- How to create and utilize “3 touch mini campaigns”
Thursday, December 9th, from 11:30 am to 12:30 pm EST.
(1) 60 minute online training session
5 Phone/Voicemail templates
3 Email Templates
Personalized feedback when you hand in your assignment